Business Development Executive (BDE)

Position Snapshot

Job Title

Business

Development Executive

Experience Required

Minimum 8 years

Department

Sales / Business

Development / Client Acquisition

Location

Coimbatore /

Tamil Nadu Industrial Market

Employment Type

Full-time

Reporting To

Founder / CEO /

Sales Head

Industry Focus

ISO consulting,

management system consulting, certification support, manufacturing

industries, MSMEs, industrial services, training and audit readiness

Prepared For

ENN Consultancy

1. Company Overview

ENN Consultancy is an ISO certification and practical management system implementation consultancy based in Coimbatore, Tamil Nadu. The company supports organizations in ISO 9001, ISO 14001, ISO 45001, IMS, IATF 16949, AS9100D, ISO 13485, internal audit, supplier audit readiness, customer audit readiness, RCA/CAPA, Lean/Six Sigma and practical management system training.

The GTM direction is clear: sell the operational fix first, and position certification as proof that the system works.

2. Role Purpose

The Business Development Executive will be responsible for generating qualified B2B leads, identifying customer pain points, converting prospects into clients and growing revenue for ENN Consultancy’s ISO certification and system implementation services.

The role is not certificate-selling. The candidate must diagnose business triggers such as customer audit pressure, supplier approval, tender eligibility, repeated rejection, weak records, process gaps, safety issues, environmental compliance pressure or poor internal audit performance, and position ENN’s practical Gemba-first implementation approach.

3. Key Responsibilities

A. Lead Generation and Prospecting

·       Identify and develop new business opportunities from manufacturing, service and allied sectors.

·       Build prospect lists from industrial areas, MSME databases, referrals, BNI, CODISSIA, LinkedIn, Google search, existing client references and field visits.

·       Generate leads for ISO 9001, ISO 14001, ISO 45001, IMS, IATF 16949, AS9100D, ISO 13485, internal audit, supplier audit readiness, customer audit readiness and training services.

·       Maintain a steady pipeline of qualified prospects based on industry, turnover, employee strength, certification requirement, customer audit need and urgency.

B. Consultative Selling

·       Understand the prospect’s current business trigger before proposing any service.

·       Ask diagnostic questions related to customer audits, supplier approvals, tender requirements, rejection control, documentation gaps, process discipline, compliance issues and certification deadlines.

·       Avoid generic brochure-based selling. Use pain-based conversation and business-outcome-based positioning.

·       Explain ISO as a practical system for process control, records, responsibility clarity, audit readiness and business growth.

C. Sales Conversion and Proposal Follow-Up

·       Convert enquiries into meetings, meetings into proposals and proposals into confirmed orders.

·       Follow up professionally through phone, WhatsApp, email and direct visits.

·       Coordinate with the internal technical team to prepare customized proposals based on client requirements.

·       Track each proposal stage: enquiry, qualification, discussion, proposal sent, follow-up, negotiation, closure or lost reason.

·       Negotiate commercials without damaging brand value or reducing the scope wrongly.

D. GTM-AIDA Communication Execution

·       Use AIDA-based communication: Attention, Interest, Desire and Action.

·       Open sales conversations with the client’s operational pain or business trigger.

·       Create interest by explaining ENN’s practical implementation method.

·       Build desire by showing outcomes such as improved audit confidence, reduced repeat issues, better records, improved process discipline and stronger customer confidence.

·       Use one clear next action in every communication, such as review call, gap discussion, readiness review or proposal discussion.

·       Every message must connect one service, one buyer pain, one business outcome and one next action.

E. CRM and Data Discipline

·       Maintain complete CRM records for every prospect and client.

·       Update source, contact person, designation, phone, email, industry, requirement, urgency, next action, follow-up date and status.

·       Maintain daily call reports, meeting reports, proposal reports and conversion reports.

·       Ensure no lead is lost due to poor follow-up or incomplete data entry.

F. Market Intelligence

·       Study Coimbatore and Tamil Nadu industrial clusters including machine shops, fabrication units, foundries, pumps, motors, compressors, auto components, plastics, electrical panels, food processing, textile machinery and engineering MSMEs.

·       Track market triggers such as customer audits, new vendor registration requirements, tender eligibility, export requirements, statutory pressure and certification renewal needs.

·       Identify companies that need ISO implementation not only for certification, but for supplier approval, process improvement and customer confidence.

G. Client Relationship Management

·       Build long-term relationships with MDs, CEOs, COOs, Plant Heads, Quality Heads, Production Heads, HR Heads, Safety Officers and Purchase Heads.

·       Maintain regular contact with existing clients for renewal, additional standards, internal audits, training, supplier audit support and referrals.

·       Generate referral business from satisfied clients.

·       Support client retention through timely communication and internal coordination.

4. Required Experience

·       Minimum 8 years of experience in B2B sales, business development, client acquisition, industrial sales, consulting sales, certification sales, training sales or manufacturing-related service sales.

·       Experience in selling to MSMEs, manufacturers, industrial service companies or owner-driven businesses.

·       Proven track record in lead generation, proposal follow-up, negotiation and revenue closure.

·       Experience in full sales cycle management from prospecting to order confirmation.

·       Experience using phone calls, WhatsApp, email, LinkedIn and direct visits for business development.

5. Required Skills

·       Strong B2B sales and consultative selling ability.

·       Ability to understand client pain points before pitching services.

·       Good understanding of ISO certification, quality systems, manufacturing process control or willingness to learn quickly.

·       Strong Tamil and English communication skills.

·       Ability to write clear WhatsApp messages, email follow-ups and proposal covering notes.

·       CRM discipline and follow-up discipline.

·       Good Excel / Google Sheets working knowledge for lead tracking, pipeline tracking and sales reporting.

·       Ability to handle objections related to price, urgency, scope, certification body, implementation time and documentation effort.

·       Ability to meet MDs and senior decision makers confidently.

6. Preferred Skills

·       Knowledge of ISO 9001, ISO 14001, ISO 45001, IMS, IATF 16949, AS9100D or ISO 13485.

·       Experience in certification consultancy, auditing, training, industrial consultancy or management system implementation sales.

·       Knowledge of manufacturing KPIs such as rejection, rework, customer complaint, delivery delay, OEE, audit NCR and process control.

·       Knowledge of Coimbatore industrial clusters.

·       Experience with LinkedIn Sales Navigator, email marketing tools, CRM software, WhatsApp outreach and lead automation tools.

·       BNI, CODISSIA or industrial association exposure.

7. Key Performance Indicators

Sl. No.

KPI

Measurement Focus

1

Monthly

qualified leads generated

Lead / Activity

2

Number of

discovery calls completed

Lead / Activity

3

Number of client

meetings completed

Lead / Activity

4

Number of

proposals submitted

Lead / Activity

5

Proposal-to-order

conversion percentage

Revenue /

Conversion

6

Monthly revenue

closed

Revenue /

Conversion

7

Follow-up

completion percentage

Discipline /

Improvement

8

CRM data

accuracy

Discipline /

Improvement

9

Client referral

generation

Discipline /

Improvement

10

Lost deal

analysis and recovery actions

Discipline /

Improvement

8. Behavioural Expectations

·       Self-driven and target-oriented.

·       Disciplined in daily follow-up.

·       Practical, direct and business-focused.

·       Able to speak with business owners without over-selling.

·       Comfortable with field visits and industrial client meetings.

·       Strong ownership of sales pipeline.

·       Able to work with technical consultants and convert technical service into business value.

·       No shortcut approach in CRM, proposal follow-up or client communication.

9. Candidate Selection Criteria

The candidate must demonstrate:

·       Minimum 8 years B2B business development experience.

·       Evidence of revenue closure, not only lead generation.

·       Ability to explain past sales numbers clearly.

·       Ability to manage high-volume follow-up without losing quality.

·       Strong written and spoken communication.

·       Tamil and English fluency.  

·       CRM and reporting discipline.

·       Industrial market understanding.

·       Consultative selling mindset.

·       Ability to sell practical business improvement, not only ISO certificate.